Overview
Develop, manage, execute and grow a profitable market position for TDW Products and Services in Indonesia

Responsibilities
Sales development (70%)
Executes sales action plans that deliver profitable growth in the assigned territories for TDW Products & Services, according to the accepted business plan, with emphasis on achieving the greatest possible sales volume and margins,
Develops and maintains a strong technical knowledge (following appropriate and ongoing training)about TDW Offshore / Onshore products and services to a level necessary to have technical focused discussions with clients in the territory to provide solutions to their pipeline problems.
Achieves annual target by proactively identifying business opportunities, developing, negotiating and closing commercial opportunities with new or existing customers.
Develops and maintains an ongoing, effective key account program that provides management with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customers.
Sources, identifies and recommends potential Channel Partners under the guidance of the Channel Partner Manager, Business Development Manager and Regional Sales Manager.
Works with the Channel Partners to segment the market, target customers, package solutions to drive sales performance of all channels in the assigned Territory.
Provides technical expertise in identifying and providing technical solutions to meet customer pipeline integrity needs and maximize TDW Products & Services capabilities and awareness.
Maintains an accurate report of all sales activities and opportunities by updating CRM on a daily/weekly basis and as required and participates in weekly/bi-weekly sales meeting updates.
Prepares all necessary reports and forecasts as requested by the management in a timely and accurate manner.
Actively engages customers in Emergency Pipeline Response Services, large scope opportunities and Frame Agreement discussions to build long term client relationship.
Ensures timely follow up of quotes and opportunities with clients, providing technical and commercial qualifications required.
Market knowledge development and sharing (20%)
Establishes and maintains credible knowledge and data of oil and gas pipeline market in the assigned territory and support APAC management in market update information as required.
Establishes and maintains credible knowledge and data of competitor product/service offerings, pricing, delivery, technology, and actions, ensures the competitive information is communicated throughout the organization, and recommends changes to maintain a competitive position.
Operations/Execution (10%)
Liaise with the Operations and Commercial Operations Teams for successful delivery and execution of products and services within the territory, measured by customer’s satisfaction / feedback.
Relationships With Others
Reports to the Regional Sales Manager
Works closely with the APAC proposal engineer, Commercial Operations, Legal and Finance in preparing quote, tenders and conducting project risk reviews.
Liaises with TDW entities to keep updated on TDW products & services capabilities and development and to get the support required to develop solutions to customers pipeline problems.
Maintains strong partnership with all customers in the territory and more specifically with the TDW identified key accounts. Customer Orientation
Maintains regular contact with customers to remain updated on all issues and challenges, to ensure their needs and proactively identify any additional business opportunities.
Develop good relationships with and manage Sales Channels in assigned territory.
Apply solution selling to meet customers’ needs.
Ensures that all customers’ requests are treated in a timely and efficient manner and within required deadlines.
Ensures that appropriate information is given to the relevant TDW internal departments.

Qualifications
Engineering degree, with min. 7 years’ experience in engineering and at least 5 years exposure in a sales/business development role,
Experience with solution oriented selling.
Excellent presentation skills with the ability to communicate commercial, marketing & technical information to all levels.
Willing to travel as required.
Fluent in English. Any other language is an asset. Magnitude
Territory covered: Indonesia HSE requirements
Follows the HSE policy by applying the instructions and procedures of the HSE manual, by participating actively in the Hazards and (Near-miss) Incident Identification and by behaving safety. ISO requirements
Follows the directives of the Quality System (ISO 9001) chosen by applying the instructions and procedures of the system as specified in the documents of: Level I Quality manual II Quality System Procedures III Instructions

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